Senior Commercial Manager (PPA)

Senior Commercial Manager (C&I, On-site DER)

BTM PPA · PV · BESS · EV · EaaS · Germany & Austria

Location: Munich (Hybrid) · Reports to: CEO

Mission & Impact

You will drive C&I deals to closing: structuring, modelling, and negotiating PPAs, converting sales opportunities into signed contracts, and effectively supporting project origination (directly & via partners). Your contribution increases signed MWs, improves project economics, and shortens time-to-close.

Scope of Responsibility

• Region:Germany & Austria (with future potential for DACH/Europe)
• Products:Behind-the-meter (BTM) PV, BESS, EV charging, EaaS, structured on-site PPAs
• Customers:Commercial & industrial clients (sector-agnostic), multi-site portfolios

Core Responsibilities

• PPA Structuring & Negotiation:Term sheets, pricing mechanisms (floors/collars, indexation), metering/billing concepts, change-in-law.
• Commercial Modelling:LCOE/NPV/IRR, sensitivity analyses (price, CAPEX, utilisation), bankability evidence.
• E2E Deal Management:From qualified opportunity to signature (orchestrating Legal/Finance/Engineering; data room, due diligence, governance).
• Origination & Pipeline Development:Own prospecting; channel/partner sourcing (EPCs, aggregators, OEMs) and bid development.
• GTM Enablement:Offer components, standard term sheets, pricing logics, SLA templates (EaaS/PPA).
• Stakeholder Management:Customer-side buying groups (CFO, procurement, plant management, energy/digital, legal) as well as internal interfaces.
• Governance:Offer/pricing approvals, risk assessments, closing documentation for IC/Management.

Success Metrics (KPIs)

• Signed MW (PPA/EaaS)
• Time-to-close (Term Sheet → Signature)
• Project economics (IRR/contribution margin vs. target range)
• Optional: Hit rate & pipeline conversion

Must-Haves

• Seniority:Senior manager level in the C&I energy environment
• Experience:Proven deal track record in BTM/on-site PPA/EaaS
• Know-how:PV/BESS/EV basics, tariffs & metering concepts; ideally flexibility revenues
• Financial Modelling:Excel/BI; confident in sensitivities & risk representation
• Languages:Fluent in German & English (negotiation level)
• Working Style:Strong closer, structured, confident in C-level negotiations

Nice-to-Haves

• Technical background (electrical engineering/energy)
• Network (C&I clients, EPCs, aggregators, OEMs)
• Regulatory understanding (EEG/EnWG, §14a, balancing markets)

Role Conditions

• Location/Model:Munich (Hybrid)
• Travel:~30–40% in DE/AT (adjustable)
• Contract:Permanent · Start: ASAP
• Compensation:Base + variable (KPI-linked)